AWS for Software Companies Podcast

Ep090: Triple-Digit Growth - How Leading Partners Successfully Leverage AWS Marketplace


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AWS partners Braze, Qualtrics, and Tealium share strategies for marketplace success, vertical industry expansion, and generative AI integration that have driven significant business growth.

Topics Include:

  • Jason Warren introduces AWS Business Application Partnerships panel.
  • Three key topics: Marketplace Strategy, Vertical Expansion, Gen-AI Integration.
  • Alex Rees of Braze, Matthew Gray of Tealium, and Jason Mann of Qualtrics join discussion.
  • Braze experienced triple-digit percentage growth through AWS Marketplace.
  • Braze dedicating resources specifically to Marketplace procurement.
  • Tealium accelerated deal velocity by listing on Marketplace.
  • Tealium saw broader use case expansion with AWS co-selling.
  • Qualtrics views Marketplace listing as earning a "diploma."
  • Understanding AWS incentives and metrics is crucial.
  • Knowing AWS "love language" helps partnership success.
  • Braze saw transaction volume increase between Q1 and Q4.
  • Aligning with industry verticals unlocked faster growth.
  • Tealium sees bigger deals and faster close times.
  • Tealium moved from transactional to strategic marketplace approach.
  • Private offers work well for complex enterprise agreements.
  • Qualtrics measures AWS partnership through "influence, intel, introductions."
  • AWS relationships help navigate IT and procurement challenges.
  • Propensity-to-buy data guides AWS engagement strategy.
  • Marketplace strategy evolving with new capabilities and international expansion.
  • Brazilian marketplace distribution reduces currency and tax challenges.
  • Partnership evolution: sell first, then market, then co-innovate.
  • Braze penetrated airline market through AWS Travel & Hospitality.
  • RFP introductions show tangible partnership benefits.
  • Tealium partnering with Virgin Australia and United Airlines.
  • MUFG bank case study shows joint AWS-Tealium success.
  • Qualtrics won awards despite not completing formal competencies.
  • Focus on fewer verticals yields better results.
  • Gen AI brings both opportunities and regulatory concerns.
  • First-party data rights critical for AI implementation.
  • AWS Bedrock integration provides security and prescriptive solutions.


Participants:

  • Alex Rees – Director Tech Partnerships, Braze
  • Jason Mann – Global AWS Alliance Lead, Qualtrics
  • Matthew Gray - SVP, Partnerships & Alliances, Tealium
  • Jason Warren - Head of Business Applications ISV Partnerships (Americas), AWS


See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

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